“The truly gifted negotiator, then, is one whose initial position is exaggerated enough to allow for a series of concessions that will yield a desirable final offer from the opponent, yet is not so outlandish as to be seen as illegitimate from the start.”

“The obligation to receive reduces our ability to choose whom we wish to be indebted to and puts that power in the hands of others.”

“By concentrating our attention on the effect rather than the causes, we can avoid the laborious, nearly impossible task of trying to detect and deflect the many psychological influences on liking.”

“Our best evidence of what people truly feel and believe comes less from their words than from their deeds.”

“It appears that commitments are most effective in changing a person’s self-image and future behaviour when they are active, public, and effortful.”

“The more effort that goes into a commitment, the greater is its ability to influence the attitudes of the person who made it.”

“Whenever one takes a stand that is visible to others, there arises a drive to maintain that stand in order to look like a consistent person. For appearances’ sake, then, the more public a stand, the more reluctant we will be to change it.”

Bekende publicaties en boeken van Robert Cialdini et al.

2016. Pre-Suasion: A Revolutionary Way to Influence and Persuade. Simon and Schuster.

2014. The small BIG: small changes that spark big influence. Grand Central Publishing.